The answer is that they do something different.

If all conditions are equal and two sales reps do the same things, the result over a substantial period, will be the same. There is no luck.

In fact, a person (or a business) with ”luck” has among other things, first and foremost, two variables working for them to create better results than others:

1. They do more. It’s quite simple and uncomplicated. Day by day, week by week. In sales (to borrow an expression from sports), they are more often in the offensive zone, talking to customers.
2. They have a higher ability and play the game differently than others.

To have the strength and stamina to more is quite straight forward to understand. But what does it mean to have a high ability? Let’s look at the definition of the word. Ability (according to the Cambridge Dictionary) means “the power or skill to do something” where the word “skill” according to the same dictionary means “an ability to do an activity or job well, especially because you have practiced it”.

A person with high ability no matter the area of expertise, do three parts better than someone with less ability in the same situation.

1. They observe and differentiate the situation
2. Assess the right course of action from that observation, and
3. Perform that action, or get it done to get the desired result.

To observe – means that in the given situation, carefully examine or look at something, to create awareness, or understanding. To differentiate – means to be able to distinguish (for example between right and wrong) the characteristics that set something apart from another within the situation.

That leads us to the fact that a person who here and now can observe and understand a given situation, take the correct actions, to achieve the desired result from that action, is competent. Which is the actual definition of “Competent”, in the named dictionary.

So, where does our ability come from, and more interesting, how do we increase it? Our ability depends on two parts in collaboration:

1. Our innate talent.
   You recognize high talent early in life in, sports, artistry, or other crafts or scientific disciplines such as mathematics to name one.
2. Our acquired level of knowledge.

We have the talent that we have, right? Our access to knowledge, on the other hand, is fortunately unlimited, which is why we can build our ability in any subject regardless of talent.

In sales, as in many other parts of life, knowledge beats talent every day of the week. A combination of high talent and high knowledge is obviously great, but talent only get you so far…

So, as knowledge beats talent, our sales coaching offer cover 7 major competence sections with a total of +50 specific competence modules. Based on your immediate needs, we bundle the relevant content into a tailored offering, focusing on delivering a Valuable End Product resolving these issues with immediate effect.

Have a great first quarter!